coaching for better performance ok
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Coaching for better performanceCoaching for better performance
Field TrainingField Training
Management Major FunctionsManagement Major Functions
PlanningSetting goals and deciding how best to achieve them
OrganizingAllocating and arranging resources
ControllingRegulating activities to reach goals
LeadingInfluencing others to work towards a goal
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10%
20%
30%
40%
50%
60%
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80%
90%
100%
1st. Line Middle Top
Planning
Organizing
Leading
Controlling
Management Major FunctionsManagement Major Functions
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
1st. Line Middleanagement
TopManagement
Conceptual
Human
Technical
Key Management SkillsKey Management Skills
Leadership AttitudesLeadership Attitudes
High tech. low confidenceSupporting
Old demotivatedCoaching
Highly tech. self confident Delegating
New employeeDirecting
Task Orientation
People
Ori
enta
tion
Coaching isCoaching is
*Style of communication between coach & Style of communication between coach & coacheecoachee*Maintain & enhance the good *Maintain & enhance the good performanceperformance*Improve the performance in the diseased*Improve the performance in the diseased areasareas
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The Manager as a CoachThe Manager as a Coach
If you treat people as monkeys, they will behave like monkeys
Self motivation is the only truly effective motivation which is the coach role
Your performance is only measured by your employees performance
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The field coachingThe field coaching
Coaching Continuous process Constructive Developmental Observing Learning Support
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Else Occasional process Destructive Appraising Joint call Teaching Criticism
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The field coachingThe field coaching
Benefits Company -- Ensure implementing messages &
policies Sales Rep. -- Communication with the manager Coach -- Opportunities to develop & evaluate Customer -- Company image & support
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The coach abilities for better The coach abilities for better performanceperformance
Building relationship Believing that people can and want to learn Providing information and ideas Context shifting Confrontation Encouragement Responsibility Effectiveness in questioning Listening Observing body language
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The shared responsibilityThe shared responsibility
Manager control Sales Rep. control Both responsible (Coaching)
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Areas for coachingAreas for coaching
Knowledge Selling Skills Territory Management Sales and Activity Attitude
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Areas for coachingAreas for coaching
Knowledge Geographical Customer Product Competition Company Supplier
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Areas for coachingAreas for coaching
Territory Management Planning Customer Priorities Routing Time management Recording & Reporting
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Areas for coachingAreas for coaching
Selling Skills Pre-Call Preparation Create Empathy The Sales Interview Post Call Analysis
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Areas for coachingAreas for coaching
Sales and Activity Distributors-Sales points Sales achievement Returns Collection Activity goal Conversion goal
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Areas for coaching Areas for coaching
Attitude Knowledge Selling Skills Territory Management
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Learning Re-callLearning Re-call
Re-call Told Told & shown
Told, shown and experience
After 3 weeks
70% 72% 85%
After 3 months
10% 32% 65%
You tell
You do
He tells
You do
He tells
He does
Step by step field trainingStep by step field training
Coach as a field trainerCoach as a field trainer
Wheel of motivation
CoachingCoaching
The New representativeImportance of the first days Many successive daysMaximum benefits for company, S.R. and you
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CoachingCoaching The New representative Good working habits Company image A positive attitude Self confidence Selling skills Interpersonal relationships
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CoachingCoaching
The Experienced Representative Nothing new I would not do it well What I did it before worked Money is the only motivator I will gain nuts I have my personal style
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CoachingCoaching The Experienced Representative
Exact understanding of experience Actual against his assumption MILK RUN the greatest enemy Keep them stretched in the job Training by short term activity objectives Importance of training needs diagnosis
and convincing S.R. are equal
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Exp.S.R.Established products
New S.R. & Established ProductsOR
Exp. S.R. & New products
New S.R.New Products
Time allocation for coachingTime allocation for coaching
The Coaching DayThe Coaching Day Role of the Coach
Cultivate good work habits Observe, train and develop selling skills Motivate Generate enthusiasm for the massage Assist with territory management
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The Coaching DayThe Coaching Day
Role of the Coach Provide guidance towards objectives Develop positive attitude Provide counseling Reinforce the company philosophy Support the representative
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The Coaching DayThe Coaching Day Dynamics of the day
Review of the benefits of the daySet specific objectivesSet the appointment enough time beforeConfirm expectations in writingMeet the rep. Sometime before first call
& leave lateAccompany the rep. In each call
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The Coaching DayThe Coaching Day
Dynamics of the dayStick to his normal work planKeep time for discussions bet. calls Keep observer diaryReview the achievement at the end of
the daySet the next coaching visit objectives
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The Coaching DayThe Coaching Day
Post-day analysis Praise even in the most disastrous day The real test of management is how to
express criticism Avoid little things Discuss your analysis and confirm in
writingFill out the coaching report together
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The Coaching CallThe Coaching Call
What you SHOULD do Insure to be introduced correctly Help to put the customer at ease Be seen to be concerned observer Listen attentively
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The Coaching CallThe Coaching Call
What you SHOULD NOT do Contradict the representative Openly criticize the representative Appear as an echo to the
representative Interrupt the doctor or representative
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The Coaching CallThe Coaching Call Pre-call guidelines
This should be done before each call1. Review the information (Sales-
Report)2. What are the objectives for the call3. Pre-call planning4. Rehearse5. What are your objectives6. What will be your role7. Put him at ease
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The Coaching CallThe Coaching Call Call Guidelines
Don’t be used as active in sellingIntervene only in case of serious errorObserve the customer reactionsObserve the skills of the representativeObserve the use of product knowledge
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The Coaching CallThe Coaching Call
Call GuidelinesNote the deviation from the pre-call planObserve strengthsObserve areas for developmentThank the customer at the end
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The Coaching CallThe Coaching Call
Post call Guidelines Immediately after each call
Be specific by discussing the pre-set objectives
Support strengths observed Ask the representative to evaluate himself Tell the representative areas for
improvement Demonstrate improvement
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The Coaching CallThe Coaching Call
Post call Guidelines Rehearse Support and encourage Fill in the customer card Set the objective of the second
accompanied day
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The benefits of coachingThe benefits of coaching
Improve performance Improve productivity Team development Improve relation Improve quality of life in work place
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The benefits of coachingThe benefits of coaching
Save time for the manager Better use of employees skills & resources Maximize ability & adaptability to change One of the beneficial tools to achieve
company goals
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MERL MERL YOUR RELIABLE PARTNERYOUR RELIABLE PARTNER
Learning is an endless process
Successful coach makes coaching as a second nature
THE BEST OF luck
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